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You're about to go through the 6 Pillars and all the different strategies for Regulating the Sale, but first you need to accept the Law of the Line. Here it is:
"After the "big ask," there is no constructive close for topics that haven't already been discussed."
Said another way: After the "big ask," which in automotive retail is presentation of "the numbers," you sound like a desperate salesperson who just wants to close a deal, UNLESS you can continue the conversation by referencing topics that have already been talked about.
So you present the "the numbers," and the customer wants to think about it, and you flush out the real objection which is that they want to go look at one more brand before deciding, and it's the first time that's coming up, anything you say to deal with that objection doesn't effectively influence the customer's opinion because at that point you're just a salesperson that will try anything to close the sale (in the customer's opinion). HOWEVER, you CAN make meaningful reference to previously discussed topics, and it will feel ok. This gives you the opportunity to continue the closing conversation in a natural way so you can review, refocus, and then ask again.
If you haven't already discussed any of the meaningful aspects of the decision, the only constructive leverage remaining, because it applies universally to all customers, is price reduction. Discuss meaningful topics earl on in the sale, or be left with discount as the only effective tool in your closing conversation.
Your acceptance of this basic truth is of vital importance. Whatever you need to discover and present to close the sale needs to come out before you present the financial proposal. That's your line in the sand. Think about it:
If you present the financial proposal and the customer says: "I need to go check out a (other brand model) before I decide," and that's the FIRST you're hearing about it, anything you say now about how your vehicle is better for them sounds like nothing but the desperate grasping of a commission-breathed salesperson.
IF, however, you've already talked about the (other brand model) earlier in the conversation, you can easily roll out with the following:
"I get it, I know that, and we talked about that earlier. We also talked about how this (model) you drove here has the (features/advantages/benefits) that you said were really important to you. I mean this car does meet all those needs right? And we've spent quite a bit of time together at this point, you've met a few different people, and you trust that we're here to do good business, and that we'll stand behind you after the sale, right? And it seems like the money is pretty much in line, right? I know you said you wanted to look at one more model but given everything we've covered here today it seems like this is a really good fit for you. Why don't you go ahead and get it..."
Everything in the close is about giving the customer the opportunity to say those three most magical words in the car business: "Let's Do It."
You can keep recapping, rephrasing, and refocusing during the close as long as it's stuff you've already covered. Somehow it just feels ok at that point to keep the conversation going. You can just keep going around and teeing up the opportunity for your customer to say those words:
"Let's Do It."
Those words are just the best thing ever. Right?
Ok - now you can move on to the 5 Pillars.
"After the "big ask," there is no constructive close for topics that haven't already been discussed."
Said another way: After the "big ask," which in automotive retail is presentation of "the numbers," you sound like a desperate salesperson who just wants to close a deal, UNLESS you can continue the conversation by referencing topics that have already been talked about.
So you present the "the numbers," and the customer wants to think about it, and you flush out the real objection which is that they want to go look at one more brand before deciding, and it's the first time that's coming up, anything you say to deal with that objection doesn't effectively influence the customer's opinion because at that point you're just a salesperson that will try anything to close the sale (in the customer's opinion). HOWEVER, you CAN make meaningful reference to previously discussed topics, and it will feel ok. This gives you the opportunity to continue the closing conversation in a natural way so you can review, refocus, and then ask again.
If you haven't already discussed any of the meaningful aspects of the decision, the only constructive leverage remaining, because it applies universally to all customers, is price reduction. Discuss meaningful topics earl on in the sale, or be left with discount as the only effective tool in your closing conversation.
Your acceptance of this basic truth is of vital importance. Whatever you need to discover and present to close the sale needs to come out before you present the financial proposal. That's your line in the sand. Think about it:
If you present the financial proposal and the customer says: "I need to go check out a (other brand model) before I decide," and that's the FIRST you're hearing about it, anything you say now about how your vehicle is better for them sounds like nothing but the desperate grasping of a commission-breathed salesperson.
IF, however, you've already talked about the (other brand model) earlier in the conversation, you can easily roll out with the following:
"I get it, I know that, and we talked about that earlier. We also talked about how this (model) you drove here has the (features/advantages/benefits) that you said were really important to you. I mean this car does meet all those needs right? And we've spent quite a bit of time together at this point, you've met a few different people, and you trust that we're here to do good business, and that we'll stand behind you after the sale, right? And it seems like the money is pretty much in line, right? I know you said you wanted to look at one more model but given everything we've covered here today it seems like this is a really good fit for you. Why don't you go ahead and get it..."
Everything in the close is about giving the customer the opportunity to say those three most magical words in the car business: "Let's Do It."
You can keep recapping, rephrasing, and refocusing during the close as long as it's stuff you've already covered. Somehow it just feels ok at that point to keep the conversation going. You can just keep going around and teeing up the opportunity for your customer to say those words:
"Let's Do It."
Those words are just the best thing ever. Right?
Ok - now you can move on to the 5 Pillars.